Vice President, Sales - Issuer Processing Solutions

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

As the Vice President of Sales Issuer Processing Solutions for North America, you will play a pivotal role in driving significant revenue growth and enhancing market adoption of Issuer Processing and related solutions across the region. This position supports Visa’s ambitious growth objectives for Value-Added-Services (VAS) and is rewarded through a performance-based Sales Incentive Plan. The selected leader will guide a dynamic team of around 20 senior sales professionals, fostering a culture of collaboration and innovation to achieve outstanding results.

You will collaborate with executive leadership across sales, product, client support, operations, and finance to craft aggressive sales strategies tailored to each market and key account. Set ambitious sales targets, manage a robust pipeline of regional deals, and ensure exceptional performance that meets defined profitability metrics. Success in this role demands forging strong partnerships internally and with Global Service Providers and Industry Consulting Groups, all aimed at surpassing regional sales goals.

You will develop a Sales Program that leverages Visa’s renowned Sales Methodology. At the core of this methodology is understanding how customers define success and aligning Visa Products and Services to meet those specific needs, ensuring customers achieve their goals. Sales programs must encompass direct-to-client sales as well as resale/referral channels, capitalizing on Visa’s extensive network of Payment Technology Partners. Additionally, this role is responsible for creating and maintaining Customer Success Plans to accelerate revenue activation, scale clients’ businesses, and ensure profitable margins.

Responsibilities:

Exceed aggressive sales targets for Visa Issuer Processing Solutions North America Sales

• Work cross functionally to develop and deliver annual and 3-year revenue and profitability plans.
• Take responsibility for forecasting and achieving quarterly, half, and annual bookings and revenue goals
• Drive teams to create a high value pipeline for new business and upsells.
• Lead teams through the sales cycle from prospecting through close.
• Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.

Lead a team of sales and business development managers to achieve results

• Ensure high performance, team cohesiveness, and individual seller development while deploying resources for optimal growth across a wide set of opportunities.
• Establish consistent, effective processes incorporating proven sales methodologies.
• Build the team’s product knowledge across all related Product domains to demonstrate product/service capabilities to customers at technical depth.
• Align client goals and timelines, executive engagement, and the effective delivery of value propositions.
• Conduct regular pipeline review and problem-solving sessions with salespeople, driving the implementation of sales initiatives and monitoring forecast and pipeline closely.

Work with cross-functional partners to ensure we have what we need to be successful with our clients.

• Collaborate closely with Product to ensure the regions product requirements are clearly understood and delivered, improve the go-to-market strategy and define the right value proposition to delight our clients.
• Partner closely with Sales Support functions to employ best practices in making Visa Products easy to buy and easy to sell.
• Partner with Sales Engineering teams to inform detailed development and delivery of customer-centric Issuing solutions.
• Work with Sales Enablement and Marketing to ensure our client facing materials are fit-for-purpose and help accelerate the learning and sales process.
• Work with Legal to ensure client contracts drive successful outcomes for both Visa and our clients.
• Work with Client Delivery and Client Services to handoff the sale to implementation and ensure well-run projects.
• Facilitate the capture and communication of client feedback on products and value-added services to inform product evolution.

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Basic Qualifications:
• 12 or more years of work experience with a bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD
• A deep understanding of one or more dimensions of the payment industry
• Proven track record of B2B product commercialization and delivery

Preferred Qualifications:
• 15 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)
• Organizational savvy and interpersonal skills to build fast rapport and credibility
• A proven track record of success in fast-paced environments with demanding timelines
• Equally comfortable interacting with “C-suite” executives and junior team members.
• Strong people leader with track record of growing and nurturing high-performing, diverse teams
• Demonstrated success achieving sales targets and developing a qualified pipeline with a multi-year outlook
• Demonstrated ability to work with large, cross-functional (e.g. product, sales, strategy, marketing) matrixed, ambiguous and cross-regional environments
• Demonstrated ability to work closely with a partner’s C-level executives to present Visa’s Strategic vision and negotiate effectively on behalf of the company
• Demonstrated ability to build sustainable, collaborative relationships with regulators, industry groups and governments
• Strong analytical and problem-solving skills, with demonstrated intellectual and analytical rigor addressing a wide variety of opportunities and threats
• Exceptional written and oral communication skills

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 296,700.00 to 463,650.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.